The 5 Step Sales

Process Build a Strong Personal Connection

Use the Customers Name at least 3 times

Price Question : Redirect –Control the Caller

Answer Enthusiastically & With a Smile The Best Account reps Build Report

And

Develop the Problem

Ask Probing Questions to Find the HOT Button –What is important to the Customer

Find out how the customer is hurting and then rescue them– The BEST Sales reps ASK great probing Questions

Solve the Problem

Build Value

Emphasize the Benefits that Match the Customers Hot Buttons

Use words to Paint the Picture –Have them imagine themselves using the product The Best Account reps says – Based on what you told me – this is what I recommend”

Offer Presentation

Value Price Value

Cushion the Price Between Two Value Statements

The More Value a Product has the less the Price will Seem

Put Emphasis on the Value of the Benefits The Best Account rep is excited about how they can help the customer

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Close The Caller

Be Assumptive-- Close the Caller

Close the sale with confidence.

Always Close after giving the Price The Account rep is always Assuming a Buyer is on the Phone

The

Don’t Forget ! Use the ABC method to respond to Questions - Answer – Benefit- Close

The person asking Questions is Always in Control – Control the Caller

Overcome objections with QCBC Cushion –Question –Benefit –Close An Objection is the Customer’s way of saying “ I don’t have all my Questions Answered” or “ There isn’t enough value to your offer so the price seems too expensive”

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